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BMGT43930

Academic Year 2024/2025

M'ging the Negotiation Proc (BMGT43930)

Subject:
Business Management
College:
Business
School:
Business
Level:
4 (Masters)
Credits:
10
Module Coordinator:
Mr Stephen Boyle
Trimester:
Summer
Mode of Delivery:
On Campus
Internship Module:
No
How will I be graded?
Letter grades

Curricular information is subject to change.

The module equips students with both the practical skills and theoretical understanding required to be an effective negotiator. It presents a universally applicable approach to negotiation and explores a wide variety of negotiation contexts. Examination of negotiation theory is paired with role-play and examination of real-world negotiations. Participants will acquire negotiation skills that are valuable in all business and personal interactions that involve conflicting objectives and the potential for negotiation.

About this Module

Learning Outcomes:

On completion of this module, students should be able to:
· Explain the underlying structure and dynamics of various negotiation settings
· Develop a plan before entering into a negotiation
· Analyse complex, realistic negotiation situations and develop appropriate strategies for them
· Create “win-win” solutions in negotiations
· Identify and manage negotiation challenges relating to trust, influence and emotion.
· Identify effective and ineffective strategies and tactics in a wide range of negotiation situations.

Student Effort Hours:
Student Effort Type Hours
Lectures

36
Specified Learning Activities

120
Autonomous Student Learning

96
Total

252

Approaches to Teaching and Learning:
Lectures etc

Requirements, Exclusions and Recommendations

Not applicable to this module.


Module Requisites and Incompatibles
Not applicable to this module.
 

Assessment Strategy  
Description Timing Component Scale Must Pass Component % of Final Grade In Module Component Repeat Offered

Not yet recorded.

Carry forward of passed components
Yes
 

Resit In Terminal Exam
Autumn Yes - 2 Hour
Please see Student Jargon Buster for more information about remediation types and timing. 

Feedback Strategy/Strategies

• Feedback individually to students, post-assessment

How will my Feedback be Delivered?

Not yet recorded.

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